Water Efficiency Training Introduction Water Efficiency among top

Water Efficiency Training

Introduction • Water Efficiency among top three FY 17 initiatives indentified by Zurn Executive Leadership • Dedicated team of Zurn water efficiency experts driving strategic partnerships with sales rep and municipalities to deliver a turn- key solution to our end customers • Position Zurn as the recognized industry leader in NA market and grow Eco. Vantage® product sales by $10 M in FY 17

Agenda • Campaign Overview • Market Overview • Water Efficiency Deliverables • What Zurn is Zurn Doing Now • What is Zurn Going to Do – Strategy Overview • Products and Solutions Overview • Marketing Resources • Goals and Expectations • Strategic Markets and Assignments • Funnel Management

Campaign Overview Accelerate Eco. Vantage® sales and position Zurn as the recognized leader in water efficient solutions in the North American market Create training programs for: • Owners • Engineers • Performance contractors Targeted focus on drought regions with municipal rebate incentives for key verticals including stadiums, airports, education, healthcare etc. What’s Driving the Initiative: • Executive Order 13696 Federal Planning for Sustainability • State Water Mandates • UN Global Compact • White House Climate Control Efforts

Strategic Value Proposition Position Zurn as the industry’s choice turn- key water efficiency solutions in the North American market by helping end users lower their utility costs and navigate the complex systems of municipal water conservation. By targeting drought regions and those municipalities with existing rebate programs with awareness initiatives and rebate assistance, Zurn will leverage limited resources to affect change Save water. Save Money.

Market Overview Commercial market opportunity • • 194, 781 total projects (source: Dodge Analytics) • 144, 576 New Projects 74. 2% • 51, 512 Alterations 25. 8% • 20, 988 Additions • 15, 293 Interiors Water Efficiency growth opportunities across all product categories: • 26% of installed flush valves use over 3 gpf – over 7 million valves! • 4% CAGR for Shower Panels through 2020

Market Overview contd. What is the growth forecast Water Efficiency market? • • Water productivity improvement initiatives totaling $50 -$60 bn annually for next 20 years! (Mc. Kinsey, 2009) • Private sector will account for half of this, government the other half • “Successful providers will have to migrate from selling equipment and components to selling solutions aimed at helping business customers reduce their water and energy use” Major corporate initiatives to reduce water consumption (Goldman Sachs, 2013) • Starbucks reducing by 25%, partially by leveraging manual faucets • Cox Enterprises’ 50 k employees targeting carbon and water neutral by 2044 • GE has already reduced freshwater consumption by 35% (2006 -2011)

Turn-Key Water Efficiency Zurn stands out from the competition by offering turn-key utility assistance to municipalities: • Approach customers with opportunities for rebates • Populate and file rebates from A-Z • Comprehensive rep training in municipalities currently offering rebates • Work with specifying engineers to incorporate Ecovantage® products for new projects • Work with municipalities in new regions to set-up rebate programs in their area through flat specification programs with municipal directinstall initiatives

Water Efficiency Deliverables Training • • Develop and launch national rep training Rep Training in Key Territories Create End-User Training Program Create Performance Contractor Training Program DCRM Integration • • Funnel upload Water Audit quote tracking Marketing Plan Developments • • Eco. Vantage Availability Tracker • Zurn One Stocking Plan at Service Centers • • Water Audit Tools Rebate Collateral & Tools Communication & Social Media Web Marketing Promotion

Local Approach: Municipalities Seattle/ Tacoma Mechanical Agents Madison Herkowski Stickler Assoc. Portland/Eugene Mechanical Agents Boston/ Cambridge Philip J Lynch Chicago Herkowski Stickler Assoc. Central Valley/ Sacramento/ Reno PPG Bay Area PPG San Diego Mainline Sales NYC ASAP Washington D. C. Steck Sales Denver PZI Las Vegas Silverstate Santa Fe Massey Johnson Phoenix/ Flagstaff/ Tucson Mainlines Sales H 1 H 2 Export $41 $153 Great Lakes $89 $333 House Accounts $15 Atlanta Repco Sales Dallas Braswell & Assoc. Austin Miller Mays Houston Miller Mays Hawaii Pacific Rim Florida Spec Sales $57 Mid-Atlantic $160 $601 Midwest $122 $457 Northeast $189 $710 Northwest $408 $1, 632 Retail $69 Southeast $306 $1, 150 Southwest $282 $1, 062 West $377 $1, 056 2, 061 $7, 939 $259

Water Efficiency White House Recognizes Zurn for Water Efficiency Expertise In March 2016, Zurn was the only plumbing products company to be recognized for Water Efficiency Expertise in the White House Report, "Commitments to Action on Building a Sustainable Water Future. " Within the report, Zurn is acknowledged for its ongoing plan of action: "Zurn Industries LLC will provide water-efficiency training to 1, 000 municipal agencies and utilities as well as 10, 000 building owners, architects, engineers, and contractors. The training will be focused on reducing water use through water-efficient products and practices with the goal of saving 114 billion gallons of water over the next decade. "

Invitation to Global Compact Meeting THE UNITED NATIONS GLOBAL COMPACT WORKS WITH BUSINESSES IN THE REALMS OF HUMAN RIGHTS, LABOUR, ENVIRONMENT AND ANTICORRUPTION TO TRANSFORM OUR WORLD. WE’RE SHAPING A SUSTAINABLE FUTURE, AND YOU NEED TO BE A PART OF IT. Jun 22, 2016 -Jun 23, 2016 ◌ New York, New York

Events Attending • Green Sports Alliance • Milwaukee Water Summit • UN Global Compact • IWA World Water Summit • AAE (Airport) • VERGE • Green Schools Summits • DWELL

Strategy Overview How does Zurn get into this market? • Product Strategy • • Position Eco. Vantage® and Aqua. Spec® products as the leaders in the industry – not just another participant • 1. 1 gpf toilet and Omni-Flo™ Urinal • Ceramic disc Aqua. Spec faucets with ULF aerators Reinvigorate Go Blue! Campaign to drive differentiation in the market • • Go Blue! diaphragms Leverage One Zurn bundling capabilities to drive full specifications

Why Eco. Vantage® Products? Zurn Eco. Vantage® products are custom designed to meet end user demand, exceed national certifications, and protect and conserve our valuable natural resources. The Eco. Vantage product line offers a complete line of vitreous fixtures that when paired with our flush valves and faucets, offers high performance water saving solutions. These solutions combine both value and performance to deliver significant savings to our customers and meet or exceed White House Executive Order 13693 and local efficiency standards.

Eco. Vantage® Product • • Flush Valves containing: • WC: HET (1. 28 gpf), ONE (1. 1 gpf), -DF • UR: ULF (0. 125 gpf), QRT (0. 25 gpf), EWS (0. 5 gpf) ZP 6800 Piezo Penal Flush Valves

Eco. Vantage® Product • • Tank-type toilets: • 1. 0 gpf & Dual Flush Pressure Assist • 1. 28 gpf –K Series: Z 5535/45/55 -K Flush valve water closet fixtures: • • Z 5615, Z 5616, Z 5617, Z 5654, Z 5655, Z 5656, Z 5657, Z 5665, Z 5666, Z 5667, Z 5635, Z 5636, Z 5637, Z 5645, Z 5646, Z 5647, Z 5675 Flush valve urinal fixtures containing: • Z 5755, Z 5758, Z 5738, Z 5708, Z 5799, Z 5765, Z 5759

Eco. Vantage® Product • Parts: diaphragm kits and faucet cartridges • Aqua. Spec® faucets containing: • • 0. 35 & 0. 5 gpm aerator Sensor faucets containing: • 0. 35 & 0. 5 gpm aerator

Why Zurn Go Blue® Parts? • Opportunity - least penetrated areas of the Zurn Commercial Brass operation • Installed base of 75 M units or $15 M market size opportunity • Annuity – the gift that keeps on giving every month • Relationships at the wholesale level • Established Partners vs. Non-Partners (tier 1 vs. tier 2) • Can open up other discussions and opportunities

The Zurn Go Blue® Advantage Advanced Chemical Resistance • Lasts 8 -10 times longer than competitors’ “black filters” Industry leading filterability • Triple filter performance vs. dual filter performance Interchangeability • Works with competitors products Water Conservation • Better performing parts prevent run-ons and leaks and inconsistent flushes Save water. Save Money.

Advanced Chemical Resistance ASTM-D 6284 Accelerated 14 Day Deterioration Test 14 Day Accelerated Chloramine Test Aqua. Vantage® Zurn (TPE) Thermo Plastic Elastomer Royal® Sloan® Synthetic Permex® Rubber Exposure % Vol. Change 160. 0% 140. 0% 120. 0% 100. 0% 80. 0% Permex 60. 0% TPE 40. 0% 20. 0% 22 72 1 Week 2 Hours Weeks Time Lapsed Head-to-head comparison clearly shows superior chemical resistance!

Industry Leading Filterability Problem: Rock and dirt debris clog flush valve diaphragms resulting in wasteful water run-on and leaks Solution: Zurn patented clog-resistant triple and linear filtered bypass diaphragms resist clogging and provide years of consistent flush performance 33% less clogs vs. traditional dual-filtered diaphragm technology!

Why Eco. Vantage® Systems? Zurn One Systems™ combine Zurn flush valves and faucets with Zurn fixtures. These systems are packaged together and shipped in one box to the jobsite and can be tagged with any information required such as floor, building, wing etc. With reduced jobsite work and installation time, Zurn One Systems offer the ability to finish jobs faster.

Zurn One Systems™ Benefits • Customize how your plumbing supplies are packaged, labeled and shipped • Receive ready-to-install plumbing solutions for easy organization, handling and sorting • Optimized paired performance and a 3 -year warranty from one manufacturer

Resources: Water Audit Tool Water audits can help customers realize potential savings by retrofitting their facilities with Zurn water saving products. • Zurn offers a step- by – step guide for conducting water audits • Walks through the steps of setting a meeting with a customer through submitting a water rebate application and product order • The Retrofit Water Audit How-To Guide is available on ZIX for download

Resources: Water Audit Tool • Introduction • Step #1: Present Water Efficiency Product Opportunities • Step #2: Follow-up

Resources: Water Audit Tool • Step #3: Perform Water Audit and Data Collection • Use Data Collection Form as a template for gathering data

Resources: Water Audit Tool • Step #4: Create Water Audit Report • Step #5: Quote Savings • Step #6: Submit Job: Product Order/Rebate/Installation

Resources: Zurn. com Webpage • Dedicated landing page on Zurn. com that supports Zurn water efficiency initiatives • Visit zurn. com/Standupforth. Earth. com for: • Water Efficiency announcements • Ecovantage® water savings counter • Water savings calculator • Listing of water rebates available nationwide • Literature and additional web resources

Resources: Rebate Finder • Rebate Information webpage provides a listing of water rebates available nationwide

Resources: Rebate Finder Click on icon for an expanded listing of potential rebates for each state

Resources: Rebate Finder • Most rebate applications are one page and simple to complete Example Rebate Application

Resources: Rebate Assistance • For customers requiring additional rebate assistance, Zurn offers a turn- key service for finding and submitting water rebates • Contact Zurn. Water. Rebates@zurn. com for rebate assistance • For urgent request, contact Ali Daniel at Aline. Daniel@zurn. com or 248 -996 -0121

Resources: Case Study Wins California Institute of Technology • Water audit led to retrofit of all campus buildings with Zurn flush and fixtures Cleveland Zoo • Retrofit of restrooms with Eco. Vantage® 1. 1. gpf sensor wall bowl system

Goals and Expectations • Grow Eco. Vantage® sales • Conduct water audits • Establish Zurn as the water efficiency expert • Have Zurn brand be synonymous with water efficiency • Own retrofit market

Goals and Expectations –WE Appointments • During a territory visit, Zurn associate will meet with the rebate manager: • • • Introduce our local rep to the water municipality rebate administrator Introduce Zurn as a leader in water efficiency and a manufacturer of products available for water rebates Differentiate Zurn’s value proposition Identify large users of water in their territory Request a customer list of high water users Example Appointment for a Municipality – Water Authority

Strategic Vertical Markets A Zurn Water Efficiency team member will contact you to set up calls in your region to target our key verticals. • Zurn key vertical assist: • Airports --Lauren Crawford • Federal -- Jim Fessler • Correctional -- Jon Huddle • Stadiums, Arenas, and Amusement -- Ali Daniel • K-12 and Higher Education -- Bob Carter • Hospitals and Healthcare-- Bob Carter • Municipalities -- Kevin Gannon and Ali Daniel • Performance Contractors -- Jon Huddle • • Please advise your assist of wins in your area to continue building our portfolio Ask for permission to use as a case study reference and ensure contact confidentiality

Associates Assigned to Your Territory State / City – Area Manager / Zurn Associate Southern CA Cunningham Daniel/Fessler Northern CA Cormany Daniel/Fessler Reno, Nevada Cormany Daniel Colorado Cunningham Neumaier Arizona Cunningham Daniel/ Crawford Nevada Cormany Daniel/Crawford Washington Cormany Daniel/ Crawford Oregon Cormany Daniel/ Crawford Huddle Carter New York City Gillespie Carter Wisconsin Woehlke Carter Massachusetts Gillespie Carter Atlanta Davidson Carter Florida Davidson Carter Texas Edmunds Carter New Mexico Edmunds Crawford Cunningham Daniel/ Crawford Woehlke Neumaier Huddle Fairley South Dakota (Sioux Falls) Woehlke Crawford Utah (St. George, Washington County) Cormany Carter Huddle Crawford Washington D. C. Hawaii (Honolulu) Missouri (City Utilities Water Company Customers) North Carolina (Cary, Durham, Hendersonville) Virginia (Brevard County, Charlottesville, Purcellville, Virginia Beach)

Funnel Management • Identify target opportunities • Prioritize / schedule sales calls • Present available rebate $$ and Eco. Vantage® value prop • Report progress to Zurn area manager on bi-weekly basis • All opportunities will be tracked by AM thru Discover, Proposal, Negotiation and Close phases and reported by Fessler to Sr Leadership on monthly basis

Questions & Opportunities Contact Ali Daniel or Deb Neumaier for further information or requests for audit assistance Aline. Daniel@zurn. com 248 -996 -0121 Debbie. Neumaier@zurn. com 814 -790 -8919 Share all wins for coverage on social media by contacting Kim Fairley Kimberly. Fairley@zurn. com 919 -777 -5517

And be Water Wise